Sales engineers are the lifeblood of any enterprise software company. They are the ones who build relationships with customers, understand their needs, and translate those needs into a product demonstration. However, in order to give effective demos, sales engineers need the right tools and environment. In this blog post, we will discuss 5 ways to enable sales engineers to give better software demos. We will also talk about the importance of sales demo personalization and how it can help sales engineers win more deals. Thanks for reading!
It does not matter how good a presenter you are, if you can’t address the fundamental features of the product you are demonstrating you are dead in the water.
Jay Kiros, The 7 Rules of Sales Engineering: 7 Rules every Sales Engineer should know – Field Guide
Sales Engineers Lead The Most Critical Part of The Sale: The Demo
Sales engineers support the most critical part of the sale, the demo. A well constructed product demo enables sales engineers to win more deals. Enabling personalization at scale increases sales productivity. Sales engineer teams that have access to quality data and tools can create personalized experiences for their customers and prospects, which leads to more closed deals.
5 Ways to Enable Sales Engineers to Give Better Software Demos:
1. Ensuring Quality Data:
The first way to enable sales engineers to give better software demos is by providing them with quality data. Sales engineers need access to up-to-date customer information, including contact details, account history, product usage data, pain points, & more. This type of information allows sales engineers to create tailored demonstrations that are specific to each customer’s needs.
Approach each customer with the idea of helping him or her solve a problem or achieve a goal, not of selling a product or service
Brian Tracy
2. Improving Their Demo Environment
The second way to enable sales engineers to give better software demos is by providing them with a good demo environment. Sales engineers need access to the right tools and data in order to create effective, personalized demonstrations.
Check Out These Blogs On Supporting Your Sales Engineer’s Demo Environment:
- 5 Reasons Demo Environments Suck & How to Make Them Better
- The Power of Personalization: How to Improve Sales Demo Environments
- 5 Tips for the Perfect Sales Demo Environment
3. Using a Sales Demo Personalization Tool.
The third way to enable sales engineers to give better software demos is by using a sales demo personalization tool like Saleo. Saleo allows sales engineers to create personalized demos by personalizing graphs, text, images, and icons inside of your SaaS product to create demo stories that resonate with your prospects.
4. Cross-Train With Your Product Development Teams
The fourth way to enable sales engineers to give better software demos is by working directly with the product development teams. Instead of waiting for a feature release, sales engineer, solutions consultants, and the rest of their supporting teams should be present in later feature release meetings to truly understand the intricacies and complexities of new releases. Having solutions consultants working hand-in-hand with product teams will increase their confidence in new releases and allow them to truly learn how to demo new features.
5. Increase Their Productivity by Enabling Them to Sell Software, Not Spend Hours Configuring a Demo
The fifth way to enable sales engineers to give better software demos is by giving them time for preparation. Sales engineers should be given enough time to review the customer’s account, understand their needs, and create a personalized demo. Sales engineers should also be given time to practice their presentations before meeting with customers. When surveyed, a majority of engineers we talk with everyday spend their time configuring a new demo environment. Imagine the time you can save, and problems you could solve if your engineers focused instead on solving your customers problems!
By following these five tips, you can enable sales engineers to give better software demos and win more business. If you are looking for a way to enable sales engineers to give better software demos, we recommend that you request a demo of Saleo today!
